Most interior designers receive the bulk of their business through referrals - that's just the name of the game. And there's only one proven way to get that referral. You've got to build really STRONG relationships with your clients! You not only want their continued business in the future, but you also want them to recommend you to everyone they know! It's so important to make your clients happy, but there are some other no-fail ways to be sure that they will pass your name on to other possible clients. Let's take a look!

1. Establish Trust

Clients are spending a LOT of money on their homes and they want to be sure that they are choosing the right person to be the steward of that investment! The best way to do that is to establish trust with your clients. And you know how to do that - through transparency, being up-front about budgets and timelines, and sticking to your word! It sounds easy, but you and I both know that can be TOUGH when there are challenges and other team members involved. Be sure that you're ALWAYS as honest and upfront as possible with your clients. It's the only way that you can build - and KEEP - their trust in you.

2. Set Expectations

How do you onboard new clients? Hopefully you sit down with them and set boundaries and expectations right from the start. There's nothing worse for a client then wondering how the process will unfold, where you are in the timeline, and how the heck you're spending all of their money! They're nervous because in most cases they've never done this before - or maybe they have and they had a bad experience. No matter what, though, they need to know how your team works, what they can expect at EVERY stage, and who will be communicating with them. Anything that you can leave with them, like a timeline sheet or a step-by-step process, will help them feel like you have everything under control!

3. Active Listening

We've talked about this one A LOT on my blog. So let's review what active listening actually is. It's when you take in everything that your client REALLY wants and needs in their home, without assuming that you already know - or that you know better! :)  You then want to incorporate those ideas in your design for their home, AND you want to point out that you listened! So at the presentation you would say things like: "You told me that you have trouble with doorknobs, so I made sure that we used handles like these." Or you might highlight the color that they said they loved, or the way you used that pattern from their grandmother's china. You need to SHOW them that you listened to what they said. It will mean SO MUCH.

4. Be a Problem Solver

Have you ever had a project without a single challenge?! No, neither have I! But it's HOW you respond to those challenges that makes ALLL the difference. Always find a quick solution (or two) before you tell your client about the issue. You want them to see that you are going to handle every single detail quickly and easily. That includes problems that you and your team did NOT create. As far as the client is concerned, any challenge is a problem on the entire project, so be a team player and be as solutions-oriented as possible!

5. Respond Quickly

You should have amazing communications plans in place for every client. It's best if you can anticipate any questions by giving them weekly updates. But if they DO have questions and concerns, you want to respond as quickly as possible. That does NOT mean that you have to answer a text at 10pm on a Saturday night! You should also have boundaries in place! But if you've done a good job of setting expectations (see above), your clients will know when and how you will respond. I like to say that, unless it's a true emergency, you just want to get back with a client within 24 hours. And that can be a team member who responds, rather than you! Just do your best to be as responsive to clients as you can be.

To help you really build great relationships, download my FREE Relationship Building Schedule! It will get you on track to developing those all-important bonds!

PS. Be sure to watch the video on YouTube! x